course information
$198
The Payment Sales Professional Certification is a comprehensive online training program designed to equip sales professionals with the essential skills and knowledge to excel in the payment processing industry. This course covers a wide range of topics, including understanding merchant services, mastering the sales process, and effectively presenting and closing deals. Participants will gain insights into various payment solutions, learn how to identify client needs, and develop strategies to build lasting customer relationships.
Throughout the certification, learners will engage with practical modules that emphasize real-world applications, ensuring they are prepared to navigate the complexities of the payment processing landscape. By the end of the program, graduates will have the confidence and expertise to drive sales success and contribute to the growth of their organizations in the dynamic field of payment solutions.
Module 1: Introduction to Payment Processing
What is Payment Processing?
Core Terms & Definitions – Module 1: Introduction to Payment Processing
The Payment Ecosystem: Who’s Involved?
How a Card Transaction Works
Why This Matters as a Payment Professional
Common Challenges Merchants Face
Key Industry Trends
Why Merchants Need You
Case Study: Joe’s Auto Repair – Paying Too Much Without Even Knowing
Module 1 Quiz
Module 2: Pricing Models & Technology Overview
Module 2 Introduction
Core Terms & Definitions – Module 2: Pricing Models & Technology Overview
The Four Primary Pricing Models
Understanding Processing Fees: Who Takes a Cut?
Hardware & Terminals
Online Payments & Payment Gateways
Merchant Discovery: What to Ask Before You Recommend Anything
Statement Analysis Tools & Services
Case Study: Red Bluff Armory—Fixing a Broken Setup
Case Study 2: Dual Pricing for a Convenience Store
Case Study 3: Cleaning Up a Non-Profit’s Processing Setup
Module 2 Summary – Key Terms & Definitions
Module 2 Quiz – Pricing Models & Technology Overview
Module 3: Statement Analysis “Reading a Statement is Your Superpower.”
Module 3 Introduction
What Is a Merchant Processing Statement?
Core Terms & Definitions – Module 3: Statement Analysis
Anatomy of a Statement: What to Look For
Advanced Statement Insights
Red Flags: How to Spot a Bad Deal
How to Analyze and Present a Statement
How to Talk Through a Statement (Without Overwhelming)
Tools Every Rep Should Use
What Not to Do
Mental Framework: Approach Like a Forensic Accountant
Case Study #1: The Hidden Drain – Tiered Pricing in a Gun Store
Case Study #2: Professional Services Firm Misled by Flat Rate
Case Study #3: Restaurant Franchise with Inflated “Bundled” Fees
Module 3 Quiz
Module 4: Sales and Objection Handling
The Role of Sales in Merchant Services
Core Terms & Definitions – Module 4: Sales Strategy & Objection Handling
The Five-Phase Sales Process
Repackaging Concerns into Value
Sales Strategy Wrap-Up
Case Study 1: The Restaurant Owner Who Thought Flat Rate Was Cheaper
Case Study 2: The Boutique Owner Burned by Support
Case Study 3: The Mobile Auto Detailer Who Thought He Had No Options
Module 4 Quiz
Module 5: Compliance, Underwriting & Risk Management
Module 5 Introduction
Core Terms & Definitions – Module 5: Risk, Compliance & Underwriting
Part 1: PCI Compliance — Protecting Cardholder Data
Part 2: Underwriting — How Merchants Get Approved
Part 3: High-Risk Accounts & Risk Management
Part 4: Tools for High-Risk Merchants
Part 5: Managing Chargebacks & Avoiding Termination
Case Study 1: Firearms Dealer – Texas-Based FFL
Case Study 2: Online Fitness Coach – Subscription Model
Case Study 3: Supplement Company – Direct-to-Consumer Model
Module 5 Quiz – Compliance, Underwriting & Risk Management
Module 6: Sales Psychology & Negotiation
Understanding Buyer Psychology
Core Terms & Definitions – Module 6: Sales Psychology & Negotiation
You’re Not Selling — You’re Solving
Core Sales Psychology Concepts
Trial Closes – Low Pressure, High Value
Negotiation Techniques
Objection Handling – Sample Responses
Module 6 Quiz
Module 7: Referrals & Strategic Partnerships
Module 7 Introduction
Core Terms & Definitions – Module 7: Referrals, Partnerships & Residuals
Part 1: How to Generate Referrals
Part 2: Building Strategic Partnerships
Case Study 1: Referral from a Satisfied Restaurant Owner
Case Study 2: Bookkeeper Partnership with Ongoing Lead Flow
Case Study 3: Web Developer + Online Business Collaboration
Module 7 Quiz
Module 8: CRM & Sales Automation
What Is a CRM — and Why It Matters
Core Terms & Definitions – Module 8: Hardware, Software & Integrations
What You Should Track in a CRM
Building a Daily CRM Habit
Choosing the Right CRM Software
Sales Cadence: Turning Cold Leads into Conversations
Email Templates That Work
Tools for Building Your CRM System
End Result
Case Study 1: The Rep Who Went from “Scattered” to Scalable
Case Study 2: The Rep Who Stopped Winging It
Case Study 3: The Team That Used a CRM to Train Smarter
Module 8 Quiz
Module 9: Measuring Sales Performance & Optimization
Why This Module Matters
Core Terms & Definitions – Module 9: Support, Retention & Portfolio Management
Key Sales Metrics to Track (KPIs)
Weekly Habits of Top Performers
Self-Coaching Techniques
Tools to Track Your Sales Performance
Goal-Setting Framework: Input, Output, and Learning
Case Study 1: Closing the Loop – Maria’s Follow-Up Game
Case Study 2: Speed Wins – Jamal’s Time to Close Problem
Case Study 3: The Value of Residuals – Heather’s Quality Over Quantity Shift
Module 9 Quiz
Module 10: Prospecting – The Core Discipline of Payment Sales
Module 10 Objective
Module 10 Key Terms – Prospecting
Section 1: Redefining the Role — Prospecting Is the Job
Section 2: The Lag Window — Understand the 30/90 Rule
Section 3: The Three Killers — Why Most Reps Fail to Prospect
Section 4: Time Blocking and Golden Hours — Structuring Your Day to Win
Section 5: Multi-Channel Prospecting — Don’t Rely on One Lane
Section 6: What Elite Prospectors Actually Do Differently
Section 7: Messaging Examples for Payment Sales Reps
Module 10 Quiz
Module 11: Day-to-Day Realities of Being a Payment Processing Sales Representative
Module 11 Objective
Module 11 – Terms & Definitions
Section 1: Understanding the Real Nature of This Business
Section 2: Begin with Familiar Ground – Friends and Family
Section 3: Lead Generation – You Are the Source
Section 4: Rejection Is Normal – It’s a Numbers Game
Section 5: Field Work – Target the Right Businesses
Section 6: Human Behavior – Minimize the Pain of Change
Section 7: Motivation and Self-Discipline – The Real Deciding Factor
Final Takeaways
Module 11 Quiz
Final Exam
Final Exam
